Your step by

step guide to

entering a

new market

Market

Assessment

Market size,

segmentation &

key drivers

Competitor

analysis

Product portfolios

and price points

Customer profiling

Business

Set-Up

Phase

Step 1

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Business Model

Selection

Own subsidiary,

JV, distributor or

agent

Contracting

arrangements

Channel choices

Training/support

Sales targets

KPIs

Business

Set-Up

Phase

Step 2

© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

Product and

Marketing

Localisaton

Legal framework

Language &

culture

Product, people &

processes

Branding

Value proposition

Promotional plan

Business

Set-Up

Phase

Step 3

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New Business

Start-Up

Pilot/Soft launch

Review & revise

Full market launch

Marcoms

Lead generation

Sales process

management

Channel partner

management

Busines

s Devt

Phase

Business

Devt

Phase

Step 4

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Business Building

Review launch

phase

Collect voice of

the customer

Improve business

measurement

Channel

development

New product

development

Busines

s Devt

Phase

Business

Devt

Phase

Step 5

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Business

Optimisation

Staff development

Sales productivity

management

PRM

Customer reviews

& testimonials

CRM

Product & service

enhancements

Busines

s Devt

Phase

Business

Devt

Phase Step 6

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Step 6

Step 1Step 2

Step 3Step 4

Step 5

Market

AssessmentMarket size,

segments & drivers

Competitor analysis

Product portfolios

and pricing

Customer profiles

Business Model

SelectionOwn subsidiary, JV

distributor or agent

Contracting

Channel choices

Training/support

Sales targets

KPIs

Localisation

ActivitiesLegal framework

Product, people &

processes

Language & culture

Branding

Value proposition

Promotional plan

New Business

Start-upPilot/Soft launch

Review & revise

Full market launch

Marcoms

Lead generation

Sales process

management

Business partner

management

Business BuildingReview launch

phase & voice of

customer

Improve business

processes

Monitor & measure

New product devt

Channel

improvement

Business

OptimisationStaff development

Sales productivity

management

PRM

Customer reviews &

testimonials

CRM

Product & service

enhancements

Business Set Up Phase Business Development Phase

In Summary

© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved

Thank you for

viewing this

slide deck

To download a guide to international

distributor contracts please visit

www.chrisdunnconsulting.co.uk/resources

© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved